Custom Wine Sales Specialist

Job Description:

We are seeking an experienced, knowledgeable, and engaging Custom Wine Sales Specialist to introduce new clients to our Custom Barrel Program while building lasting relationships with our substantial base of existing clients.

Our clients don’t simply select a wine. They participate in creating one. They choose from a curated portfolio of vineyards and varietals, work with our winemakers to define the style they want to achieve, sit down with the winemaking team for a private blending session, collaborate with our designer on a custom label, and ultimately receive their own finished wine.

The Custom Wine Sales Specialist brings that experience to life. This is a relationship-driven sales role that combines wine expertise, thoughtful guidance, and business development. The right person will be equally comfortable discussing vineyards and winemaking with a knowledgeable collector, helping a less experienced client articulate what they enjoy, and introducing the program to someone who has never considered creating a custom wine.

Strong listening skills and good instincts are essential. The Sales Specialist will learn what each client wants to accomplish and guide them toward the vineyard, varietal, style, and program options that best fit their preferences, budget, and timeline. That may mean selecting fruit for an upcoming vintage or identifying a wine already in barrel that is particularly well suited to the client.

Because our clients are actively engaged in the winemaking process, their questions often go well beyond those encountered in traditional wine sales. The successful candidate will be comfortable discussing vineyards, appellations, varietals, vintages, blending, aging, winemaking techniques, and stylistic choices with knowledge and authority.

Responsibilities

Build and maintain strong relationships with existing clients while developing new business through outreach, referrals, networking, and inbound inquiries.

Conduct tastings and client meetings, understand each client’s preferences, objectives, budget, and timeline, and recommend appropriate vineyards, varietals, wines, and program options.

Develop and maintain a thorough working knowledge of our vineyard portfolio, current vintages, wines in barrel, winemaking options, and program offerings in order to answer client questions confidently and make informed recommendations.

Manage client opportunities from initial inquiry through contract execution, including timely follow-up, proposal and contract tracking, and maintaining accurate information in our CRM and workflow management systems.

Work collaboratively with winery team members, including winemaking, design, finance, and client services, to ensure that client commitments, timelines, pricing, and project details are communicated accurately and carried through the organization.

Identify and cultivate opportunities for repeat business, referrals, corporate programs, and other new client relationships.

Represent the custom winemaking program professionally at client meetings, winery events, and occasional off-site business development opportunities.

Qualifications

Proven success in relationship-driven sales, preferably in wine, luxury goods, hospitality, or another high-touch environment.

Strong wine knowledge and the ability to discuss varietals, appellations, vineyards, vintages, winemaking methods, and wine styles credibly and comfortably.

Formal wine education, such as WSET, CSW, sommelier training, or comparable education and experience, preferred.

Winery production or hands-on winemaking experience is highly desirable.

Excellent verbal and written communication skills, including the ability to listen closely, explain complex information clearly, and communicate professionally with clients and colleagues.

Excellent computer skills and confidence working with CRM, workflow management, contract tracking, and other business software.

Strong organizational skills and attention to detail, with the ability to manage multiple clients, contracts, deadlines, and projects simultaneously.

An engaging, confident presence and the ability to make technical wine concepts accessible without oversimplifying them.

A genuine interest in developing long-term client relationships as well as winning new business.
Self-motivated, resourceful, and comfortable initiating outreach and developing new opportunities.

Collaborative and comfortable working across a small, entrepreneurial winery team.
Position Details

This is a full-time, in-person position based at our winery in Napa, California. Occasional travel is required for client meetings, events, and business development.

Compensation: $90,000–$110,000 base salary, depending on experience, plus performance-based bonus.

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